TOP pharmaceutical Company is seeking for Commercial Excellence Manager

Reporting line: Reports to General Manager  

Subordinates: Sales Analyst, Sales Information Manager, Event Manager, 2 Training Managers

Main Functions:

I SFE:

• Lead the organization in setting a vision for the continued skills enhancement of the sales organization while adhering to the highest standards of ethical promotion in-keeping with company values and performance requirements; 
• Ensure regular KPI’s collection of SF effectiveness and preparation of regular reports to Sr. Management; 
• Manage SF.com implementation and proper SF education on SF.com; 
• Seek recommendations on Performance Improvement Team members (PIT Team) and hold PIT team meetings as required to get feedback on materials as well as requested execution requirements of the cycle; 
• Develop and achieve consensus within the management team of a bonus structure for the sales force that reinforces the overall company goals and objectives; 
• Lead the development, collection of functional team input, as well as production of each cycle book for sales rep activity.

II Training:

• Develop T&D strategy for the Sales Force organization;
• Assess quality of external trainings as well as negotiations with vendors;
• Identification of training needs of SF per their professional level (Junior, mid-level, senior)  and providing adequate training plan to cover the gaps based on needs assessments;
• Develop internal training team able to deliver trainings (basic selling skills etc) as well as develop the team to implement high level training programs as the SFE team and the organization require; 
• Execute on boarding training programs for new hires developing a schedule that covers all basic organizational knowledge required to be a contributing company employee; 
• Review and implement concept of continuous SF education based on level of knowledge and position (training matrix) in cooperation with Commercial leaders; 
• Participate in creation of high efficient SF organization by developing of local training program for SF and delivering main programs by utilizing internal resources. Implement main Sales Force Excellence principles and ensure timely SF.com implementation; 
• Design and develop trainings for group leaders and middle managers in cooperation with Learning and Development function; 
• Search for new training venues as well as technologies that enhance the learning experience as well as increase the quality and retention of the training program.

III Event management and Communication

• Develop programs as commercially required for distributors, KOL’s engagement (perceptorships), symposiums, etc; 
• Organize incentive trips with the related programs for sales force; 
• Recommend meeting agenda for sales meetings based on needs assessment of the organization and develop consensus within sales and marketing team on final desired outcomes and schedule.

IV Sales Information  

• Develop and maintain the mechanism to collect LBE from the field up to enable the sales team to project with field based insights the required LBE for forecasting; 
• Provide on a timely basis and as agreed with management, the sales and activity reports required for management insights; 
• Constantly seek continuous improvements opportunities for the manner in which we collect sales information, seek methods to make the data more valid and tied to performance metrics, and the timeliness of reporting. 

Requirements:

• High professional expertise in commerce and trainings activities;
• People management experience in sales and or marketing environment;
• Strong Leadership and consensus building experience;
• Outstanding organizational and communication skills as well as presentation skills;
• Highly motivated to work and build a training system which meets business objectives;
• Acts with confidence and mature style;
• Fluent English;
• Project management, training, and meeting planning experience would be asset.